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Title: SALES MANAGEMENT PROCESS
Description: Sales management is the process of developing a sales force, coordinating sales operations and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. If your business brings in any revenue at all, a sales management strategy is an absolute must.
Description: Sales management is the process of developing a sales force, coordinating sales operations and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. If your business brings in any revenue at all, a sales management strategy is an absolute must.
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SALES MANAGEMENT PROCESS
sales management is the process of developing, planning, monitoring, and controlling the
entire process of selling your company's goods or services
...
American Marketing Association defines it as “selling is the personal or
impersonal process of assisting and persuading a prospective customer to buy a commodity
or a service or to act favourably upon an idea that has commercial significance to the seller
...
Later, the term
took on broader significance in addition to the management of personal selling
...
Because there are so many moving parts within an
organization, the sales management process needs to be fully accepted to ensure each aspect
of the collective sales effort is operating efficiently
...
Sales strategy: without having a clear strategy your sales efforts will be fruitless
...
Sales
funnel or pipeline describes a single customer's journey through five steps, that is, awareness,
interest, consideration, decision, and purchase
...
Your sales team must be provided with all the required resources for becoming a revenue
generating unit salesperson directly deals with:
lead conversion - they build a bridge between what the client needs and what your
company can offer
business growth - sales representatives initialize referrals and help build customer
loyalty
client retention - a small increase in retention rates may boost profits by huge margin
Sales analysis: analysis and reporting help you in understanding how all your strategies
understanding how all your strategies success
...
Sales Management Process
Every business must have its own sales management mechanism
...
1
...
For modern companies, digital channels are being
used for lead generation based on new online and social selling techniques
...
2
...
The leads requirements are put against the company's offering then a sales
representative determines whether the prospect has the required budget and intention to
purchase the product or service
...
Lead conversion
It is the process of turning a lead into an opportunity and converting prospects into customers
...
The successful conversion is the result of a seamless well-informed and
communicative sales approach
...
4
...
In this stage, if the deal is secured it gets
moved to the payment stage while if a deal is lost the sales representative note down the
reasons for the loss to be used for future deals
...
It is the start of another step
5
...
The customer success team stays in touch with the client, it is the starting off of a long-lasting
relationship
...
Roles of a sales manager
A great sales manager guides salespeople and is responsible for
•
setting sales goals and quotas
•
motivating and mentoring the sales team
•
creating sales plans and workflows
•
hiring and onboarding new hires
•
organizing sales training programs
•
customer relationship and pipeline management
•
overall team management
Title: SALES MANAGEMENT PROCESS
Description: Sales management is the process of developing a sales force, coordinating sales operations and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. If your business brings in any revenue at all, a sales management strategy is an absolute must.
Description: Sales management is the process of developing a sales force, coordinating sales operations and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. If your business brings in any revenue at all, a sales management strategy is an absolute must.